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American Income Life « June 2001 * Monthly Magazine
NEW GROUND
By Roger Smith
N
Check Out What і
Nice, France Has To Offer You
aai Page 15
> Service — It’s
Your Key To Success
By Paul Straubel
Breaking — ^
=
“A wise man is not
one who makes
the bottom line his
top priority.”
— Unknown.
PERSPECTIVE _
Breaking New Ground
Have you ever noticed our lives evolve around
numbers, ай sorts of numbers! There are phone
numbers, ATM pin code numbers, social security
numbers and checking account numbers. The list
goes on and on, It seems there is а number for just
about everything, but what do all these numbers
really mean in the whole scheme of things? | read a
quote somewhere which said, “A wise mam is not
me who makes the bottom line his top priority.”
Upon reading it 1 could not help but think of all
these numbers that have such a daily presence in
ош lives. When did these numbers become such а
priority, and when did those litle things that are so
important fade to the background? Recently, I had
the opportunity to find out just how important
those little things can be.
If you had the unfortunate experience of speaking
то me a few weeks ago, you may have noticed an
edge in my voice. Well, it's time for me to confess.
1 was preparing fo
overnight Cub
campout with my
son. You heard it
right — a campout!
The closest thing to
roughing it I have
ever done is мау at a
Holiday Inn.
Needless-to-say,
camping is not my
thing, and I tried
every excuse in the
book without much
success. As the day
drew near, the.
tension started to build and the only glimmer of
hope I had was that Dottie packed rhe car. She was
brought up with this kind of thing, and at least 1
he desl
Roger Smith
could count on her to get me the right equipment.
At the campsite, аз we unpacked the car — ice
chest, Kentucky Fried Chicken, my AIL 50th
Anniversary chair, an Opus X cigar — I knew it was
time to face my obstacles, But when I pulled out.
the tent, | wanted ro die. | read the instruction
book, and it might as well have been the blueprints
to my house. 1 would not have known the
difference between ап eye hook and a clasp if you
slapped me upside the head with it, However, all
was not lost, when my words came back to me, "If
you don't know what you're doing, find someone
who does, latch on, and hold on for dear lie.” 1
needed someone who could build a log cabin with a
pen knife, and I needed them fast. Then I spotted
him, ten yards to the left. He was nimble, skilled
and precise. 1 could not panic; 1 would follow his
lead; I had to remain cool. However, I needed a
little more help, so with my best John Wayne
swagger I went over to that ten-year-old and said,
"Can you help me a little bit?”
‘Tums out, I was a big hit with my son. did i all!
1 roasted marshmallows, | sang the silly campfire
songs — 1 was really roughing it! | was too excited
to sleep when Adam went to bed, so | went outside,
sat on my chair, lit up my cigar, and thought, this is
what it is all about. And when I looked up into the
sky, 1 knew God was smiling, he must be smiling
because 1 could see little flashes of light here and.
there on the horizon.
The point of my story is, that in one moment 1
realized numbers only exist аз a means to chart our
progress, but it is the little things that bring us the
greatest success. You have to break new ground,
forge into new territories in order to reap the
benefits of your hand work. You have to be willing
to take litte steps in new directions to realize a
treater goal. | would hope, if there is one thing you
take from this, you take courage — courage to step
ош of the box and explore new areas, and new
opportunities. Take a risk, build a tent, ask for help.
and just when you have conquered one challenge,
tum around and accept а new one. If we stop and
shake things up a bit, so we do not fall asleep while
we are living, then big goats like $60 million will
come with seemingly less effort. And the progress
we make along the way, like writing $5,373,000 in
May, the biggest May in Company history, or
signing on a record number of new recruits (324),
will just be the numeric progess of our efforts.
So, just when you thought you leamed a lesson, my
story isn't quite over. As 1 was sitting there, cigar in
hand, and God smiling at me with litte lashes here
and there, I noticed the flashes coming closer. And
just when I thought 1 passed every test with this life
experience, the storm of the century decided to roll
over that little campsite, in that litle part of Texas
on that very night. For the next five hours the
wind, rain, thunder and lightning tested my beliefs
and my foundation, bur the storm finally subsided.
There were a few puddles in our tent, and amazingly
Adam slept through the night. That morning when
| stepped out in the light, I thanked God for a little
more insight and I knew that from now on 1 would
remember: This is what itis ай about!
Remember, life offers us too much for us to take it
for granted. We owe it to ourselves, and the ones
we love, to constantly test ourselves. And it is my
task to constantly raise the bar!
SPOTLIGHT JUNE 2001 в WWWAILIFECOM
EDITOR’S PAGE
Dates to Remember
June 28 (Thursday), 2001
Business must be received in Waco to count for
June production.
July 4 (Wednesday), 2001
The Home Office will be closed for the Fourth of
July Holiday.
July 30 (Monday), 2001
Business must be received in Waco to count for
July production.
Company Quality Averages
То be eligible for bonuses and in order to be featured in
Spotlight, Top Producers must have one point above the
Company's Quality Averages for both Persistency and
Net to Gross.
M May
Net to Gross: 76%
Persistency: 72,63%
Note: These figures will be used as the minimum.
qualification requirements for all bonuses.
Only Net to Gross is used during the first eight
months from Agent's hire date.
Addendum
In the May isue of Spotlight Anne Bowyer, a PR
Representative from the Richard Rute Agency, should
have been included in the PR Bonus Qualifiers forthe
month of April. Anne bonused in the amount of $650.
We are sorry for any confusion this may have caused.
“Opportunity Unlimited” Follow Up
Last month we featured a letter from a prospect, Brian Martinez,
expressing his enthusiam over the Opportunity Unlimited CD-
ROM. We followed up on Brian through the Jerel Turner Agency
in Albuquerque, New Mexico to find out if he signed on with
American Income.
Неге is what Paula High, Recruiting Director and Office Manager for
the Jerel Turner Agency, had to say about Brian.
“We brought Bran into our office for an interview on May 1001.
Brian exudes intelligence and enthusiasm, and he recognized the
great opportunity available to him here at AIL. We recruited Brian
and set an appoitment for him to get started,
On May 21, 2001 Brian came in, filled out his paperwork and began
the testing process. We scheduled his exam for June 5, 2001, When
his test day rolled around he called to give us the good news and he
wanted to know when he could get started. That afternoon he came
in to sign his contract.
Brian is now in training, and Lam sure he will be a star Agent for
AIL in the near future, He has a positive energy about him and that
alone will take him far. We feel Brian will be an excellent candidate
for management and a valuable asset to our Agency."
Brian Martinez finished his training on June 8, 2001, and he
wrote $1,300 in ALP his first night in the field.
This is proof positive American Income's Opportunity Unlimited CD-
ROM is a recruiting tool you do not want to be without. You can.
order your CD-ROM through your CAS System. The full size disk
(ACA) is $1.20 and the mini disk (AC42) is $1.70.
Founder's Club Outstanding PR Representatives
May
Brenda DiSomma Eric Giglione
Robin Andrade Kevin Khadivian
Joseph Ward Larry Geneser
Times Number Of
Qualified
4 12,735 Cards
3 32 Groups
2 42 Groups
©2001 by American Income Life Insurance Company. The Spotlight is published monthly by American Income Life. Letters are encouraged on how we can do а beter
kb for you. Send ll inquire and submissions to PO. Bos 2608, Waco, TX 76797, Atv. Spotlight
E
SPOTLIGHT JUNE 2001 в WWWAILIFECOM 3
You Ain't Seen Nothing Yet!
PROMOTIONS — —
Joel Abney Christian Adams Oscar Aris
stn A. Jones ti gone deser
Masi Men Jarsoy Mow мело
Monique Chase Lorenza Clark Timothy Collier
Tyrone Co Jack ih Mors orton
Ё orb сима [^
Henry Fuente: Sherry Haferkamp Timothy Heriage
yd Ferd tam Desine Milan Devine
Tem тын Tem
Samuel Joseph Shawn Кш ‘Darcy MacLean
Tom uiam: Lary бине amin Kolo
тиш pun Nor Scl
Bruce Muenzenberger — John Patterson Scott Rudolpt
fi Mi Hi aba палу
Уш Norn Craton Тена
Eddie Stallworth-Cherry Richard Swann Brandon Teter
Kovin Paso лои Dennis ser
Tem толат
Anhur Westergren William Widmeyer Raby Zavonki
Tom Wilams. Mark Honea кепп Ранна
dins
Promoted To General Agent
Steven Dicicco. Carmin Fusco Mindy Guisewite
Kevin advan fe iphone Mat Blane
Кее Mow Jersey Maryan
Carrie Howard Chris Howard Elena O'Brien
Lary Goes Kevin awl Ene gone
iin p^ Mew ny
Leslie Taylor Keith Williamson Carolyn Wittenbach
Lary биши ation Dei duin A. Jones
Marr Louisiana Masi
Promoted To Master General Agent
Alan Becker. Mathew Berlin. John Franklin
Lamy бени obe oer Daris Cohen
Wei меце lonia
William Mason. Paul Sellars ‘Michael Thomas
Kavin lov Stove нейм overt Sith
Tem New end ions
SPOTLIGHT JUNE 2001 » WWWAILIFECOM
Kurt Hamblin
Willam Jennings
Utah
Ixchel Pirlo
Mare Morton
West Virginia.
Nannette Troutman
Alek Amig
Oregon
TOP INDIVIDUAL PRODUCERS
2. Chris Howard
Downer' Grove, IL Houston, TX
Tampa, FL V Downer's Grove, IL
Downer's Grove, IL
Rochester, NY
10. Alan Becke
St. Louis, MO
SPOTLIGHT JUNE 2001 ш WWWAILIFE.COM
TOP INDIVIDUAL PRODUCERS
All Time Record to Beat
7 NetALP | Year
$35,153 2000
Thomas Glenn
Eric Nichols
. Chris Howard William Mason
Moctar Ndiaye John William
. Timothy Cruise Robert Olson.
. Theodore Pappas
. Marlon Underwood
. Carla Miller
Paul Lund
29. Sherry Haferkamp
30, Rebecca Francis,
6 SPOTLIGHT JUNE 2001 = WWW.AILIFE.COM
[um ear mm Due] на [зы НИ
Hal Herman Paul Rumbuc
Nickolay Gusev Vlad Basov
. Alan Becker Мап Вескег
< Gregory Engrav Steven Engrav
‚ Arkadi Nulman Viad Basov
. Jinzhou Zhao Wilbur Smith
. Daniel Phares
j. DeMario Cooper Yaroslav Bitman
j. Adam Kiss
'. Ramin Maghsoud Larry Kudlacek
. James Datta George Vrban
. Ruben Soberanes
. Damon Hartley Yaroslav Bitman
. Peter Bardeson Danny Van Houten
22. Jose Sanchez Eric Nichols
23. Robert M, Smith Don Wold
24. Arthur Westergren Nicholas Nitkowski
25, Jeffrey Ravnitzky Nicholas Nitkowski
26. Ricardo Cardenas. David Zophin
27. Erle Jackson Yaroslav Bitman
28. Michael Redd David Zophin
Ronald VanWoesik
31. Michael Bierle Brian Waller
32. Mark Bleier
33. Steven Greer Paul Rumbuc
34. Leslie Taylor 8t Yaroslav Bitman
35. Larry Adebesin 80
36. Robert Peterla 98 | John Huber
37. Shawn Callaghan м Steven Lee
38. William Feaster 9
39. Krista Thieme. Christine Hartman
40. Michael Thomas 79 Michael Thomas
41, Michael Grim 00 | Rory Lee
42. Douglas Takacs 97 Stanley Norris.
43, Michael Tripp. 81 | Doreen Ryan-Foti
44, Robert Delesky 93 | Stephen Liberto
45, Walter Romanchuk 86 | Melinda-Rae Lyse
46. James Logan. 90
47. Shashi Parekh 82
48, Mark Gagliardi
49. Bulbinder Hayer 83
. Dorian Oldham 96
Scott Smith
Kevin Pawlowski
Chris Lafond
Durhon Oldham
Larry Geneser
Larry Geneser
Rick Altig
Larry Geneser
Rick Attig
Marc Morton
Larry Geneser
Richard Rutt
Ed Orel
Marc Zipper
Jatoft-Foti
Larry Geneser
Josph Manone
Scott Smith
Rick Altig
Tom Wiliams
Tom Wiliams
Ed Orell
Larry Geneser
Ed Orell
William Devine
Surace-Surace
Scott Smith
Gary Bleier
Durhon Oldham
Larry Geneser
Matt Blumert
Eric Giglione
Rick Altig
Ed Orel
Cohen-Hartman
Robert Smith
Rick Alti
Dennis Ishler
Jatoft-Foti
Eric Giglione
Rick Altig
Jack Kirschling
Joseph Manone
Jatott-Foti
Rick Altig
Durhon Oldham
"Percentage of Net to Gross
All Time Record to Beat
Timely rise
Moctar Ndiaye
|. DeMario Cooper
|. Paul Anderson
Gleb Ostrovsky
. Eric Jackson
. Damon Hartley
Chris Howard
Roland Parker
. Carla Miller
Ramin Maghsoud
l Andrew Fike
. Carlos Cantu
| Alex Chen
21. Jinzhou Zhao
22. Mark Bleier
23. Акай Nulman
24, Carrie Howard
25. Wesley Bangs
26. Peter Nikolov
27. Fetuliai Lavea
28. Claudia Ortega
29. Bill Wade
30. Marisol Portillo-Mata.
31. Samuel Santiago
32. Alice Shen
33. Dean Beaucage
34. Scott Remmey
35.
36.
37.
38
39.
40
а
42
43
м.
45.
46.
47.
Nickolay Gusev
James Peate
‘Michael Thomas
David Ballard
. Stacey Wall
Gregory Engrav
. David Thornton
. Alan Becker
j. Richard Sauer
Kobina Sekyi
. Rebecca Francis
. Leslie Taylor
. Patrick Parisi
48. Darrell Ballard
49. Herman Libman
50. Steven Jakubczak
"Percentage of Net to Gross
TOP INDIVIDUAL PRODUCERS
Net ALP Year
$242,698 2000
„мш — ewe] [we] н —][ — 9 — ]
Paul Lund. Scott Smith
Jatoft-Foti
Robert Olson Scott Smith
George Vrhan Mare Zipper
Eric Nichols Scott Smith
Eddie Norman Scott Smith
Danny Van Houten Joseph Manone
John William Mare Zipper
Yaroslav Bitman Larry Ge г
Opra-Anderson Larry G
Justin A. Jones
Larry Geneser
Larry Geneser
Kevin Pawlowski
Yaroslav Bitman
Yaroslav Bitman
William Mason
Roland Parker. Tom Williams
Chris Lafond
Larry Kudlacek Ed Orel
Thomas Foley David Hausman
Steve Foti Jatoft-Foti.
Alex Chen Jatoft-Foti
Wilbur Smith Rick Altig
Gary Bleler
Vlad Basov Larry Geneser
Yaroslav Bitman Larry Geneser
Wendell Bangs Rick Altig
Stephen Ross Steve Friedlander
Steve Friedlander
David Cohen
David Iriye
Jack Seitz
Lee Conti David Cohen
Paul Lund Scott Smith
David Iriye David Cohen
Michael O'Rourke Larry Geneser
Jeffrey Dinocento Eric Giglione.
Мад Basov Larry Geneser
James Peate Mare Zipper
‘Michael Thomas Robert Smith
Doreen Ryan-Foti Jatoft-Foti
John Huber Eric Giglione
Steven Engrav Rick Altig
Erik Graham David Cohen
Alan Becker Larry Geneser
Stephen Liberto Eric Giglione
Joseph Manone
Surace-Surace
Yaroslav Bitman Larry Geneser
Lisa D'Amico
Darrell Ballard Jatoft-Foti
Herman Libman Lisa D'Amico
Steven Jakubczak Scott Smith.
SPOTLIGHTJUNE200! а WWWAILIFE.COM
WORLD'S GREATEST BONUS
Show Me
500+ 400.
7504 5 т
[ет д [7 SoA
Alan Becker Larry Geneser Larry Adebesin Matt Blumert Dino Amato Eric Giglione
Timothy Cruise Scott Smith Michael Bierle Scott Smith Dorothy Ambrose — Scott Smith
Nickolay Gusev Larry Geneser | Shawn Callaghan Віск Altig Paul Anderson Larry Geneser
Hal Herman. Durhon Oldham | Scott Cohen Ed Orell David Ballard Jatoft-Foti.
Chris Howard. Kevin Pawlowski. | Robert Delesky Eric Giglione Loreen Baloun Rick Altig
Carla Miller Chris Lafond Steve Douthit Chris Lafond Wesley Bangs Rick Altig
Moctar Ndiaye Marc Zipper William Feaster Ed Orell Pearl Burks Larry Geneser
Theodore Pappas Richard Rutt Rebecca Francis — Surace-Surace | Rodney Childs Scott Smith
Marlon Underwood Scott Smith James Frey Charles Faulkner | John Claxton Jack Kirschling
David Wang Scott Smith Mark Gagliardi Jatoft-Foti Mindy Guisewite Май Blumert
Steven Greer Durhon Oldham | Sam Hartleroad Hancock-Boles
Michael Grim Rick Altig Rob Hay Rick Altig
600+ Sherry Haferkamp William Devine — | Irene Juliano Joshua Chalom
Bulbinder Hayer Rick Altig Donald Koehler Scott Smith
: James Logan Jack Kirschling | Leonard Leach Ryan Whitley
Peter Bardeson Joseph Manone | Richard Mitchell ^ Hancock-Boles | Edward Marocco Jack Kirschling
Mark Bleier Gary Bleler Dorian Oldham Durhon Oldham | Anna Mochol Joshua Chalom
Ricardo Carde Ed Orell ‘Shashi Parekh Joseph Manone | Chad Nelson Ryan Whitley
lario Cooper Larry Geneser — | Robert Peterla Eric Giglione Peter Nikolov Steve Friedlander
James Dattilo Marc Zipper Mark Rea Larry Geneser — |Eddie Norman Scott Smith
Gregory Engrav — Rick Altig Michael Redd Ed Orell Gleb Ostrovsky — — Justin A. Jones
Andrew Fike David Hausman | Stephanie Reese — Rick Altig. Camille Parker Larry Geneser
Damon Hartley Larry Geneser | Scott Remmey Eric Giglione James Peate Marc Zipper
Eric Jackson Larry Geneser | William Richard Larry Geneser — |lvan Perry Jerel Turner
‘Adam Kiss Richard Rutt Walter Romanchuk Rick Altig Marisol Portillo-Mata David Cohen
Ramin Maghsoud Ed Orell Scott Rudolph Rick Altig. Kyle Rogers David Cohen
Larry Geneser | Kathleen Saco Kevin Khadivian | Ronald Sanchez Marc Zipper
Daniel Phares Marc Morton Douglas Takacs Dennis Ishler. Samuel Santiago ^ Scott Smith
Jeffrey Ravnitzky — Tom Williams Leslie Taylor Larry Geneser — |Chad Sherman Ed Orell.
Jose Sanchez Scott Smith Krista Thieme Gohen-Hartman [Victor Sommer Rick Altig
Robert Smith Rick Altig Michael Thomas Robert Smith ^ |Carrie Taylor William Jennings
Ruben Soberanes ^ Jatoft-Foti Michael Tripp Jatoft-Foti Maria Villanueva —_Jatoft-Foti
Arthur Westergren — Tom Williams Bill Wade Hancock-Boles
Jinzhou Zhao Rick Altig Stacey Wall Eric Giglione
Johnnie Wallace сої Smith
Freeman Willerton Rick Altig
Wai-Ming Wong Rick Altig
Ruby Zavorski Kevin Pawlowski
Douglas Zigby Joshua Chalom
SPOTLIGHT JUNE 2001 = WWWAILIFECOM.
Larry Adebesin
Dino Amato
Dorothy Ambrose
Paul Anderson
Loreen Baloun
Wesley Bangs
Melissa Borger
Charlotte Braddon
Pearl Burks
Shawn Callaghan
Jeffrey Carey
Rodney Childs
John Claxton
Edward Clunk
Se
James Dewell
Janice Dixon Irene Juliano
Lars Gustafson Gleb Ostrovsky
Sherry Haferkamp | Shashi Parekh
Sam Hartleroad Camille Parker
Bulbinder Hayer Amish Patel
Timothy Herriage Топу Patralski
James Peate William Southern.
Samuel Joseph Ivan Perry Douglas ‘Takacs
_ANNIVERSARY CONTEST
May Qualifiers
а Mark Rea.
Chad Montgomery
« Rogers
Roland Parker.
Peter Bardeson
Alan Becker
Ricardo Cardenas
James Dattilo
Gregory Engrav Adam Kiss
Nickolay Gusev in Maghsoud
Damon Hartle
Hal Herman
Robert M. Smith
Chris Howard Arkadi Nulman Ruben Soberanes
c Jackson ‘Theodore Pappas Marlon Underwood
Ken Altizer
Robin Andrade
Richard Case
Cheryl Cook Anthony Gentili Stephanie Hilton Rona Spano
Sandra Davidson Renee Graff
Robin Denham
Robert Peterla
Adam Kamberos Angela Petrucelli Leslie Taylor
Fernando Duran Janice King Marisol Porti
an Durham Linda Kule
Donald Koehler Michael Redd Michael Thoma:
Leonard Leach Stephanie Reese Michael Tripp
James Logan Scott Remmey Nannette Troutman
Edward Marocco William Richard Maria Villanueva
Richard Mitchell Daniel Roberts Rafael Vincente
Anna Мосћої Timothy Robinson | Bill Wade
Chad Nelson Walter Romanchuk — | Stacey Wall
Sharon Nigota Douglas Rookard Johnnie Wallace
Peter Nikolov Scott Rudolph ‘Alan Waters
Eddie Norman Kathleen Saco Terry Weir
Dorian Oldham Ronald Sanchez Kim Wilhelm
Angeles Ordas Samuel Santiago Freeman Willerton
Carrie Taylor
„Mata | Cassandra Theobalds
Krista Thieme
Johnathan Wall
Keith Williamson
Wai-Ming Wong
Doron Yaniv
Ruby Zavorski
Douglas Zighy
David Wang
Arthur Westergren
Jinzhou Zhao
i |
John Wagner
Darrell Dorey
George Farenthold | Bill Gibson. Cynthia Lebrun-Yaffe | Mario Soljan
SPOTLIGHTJUNE200 а WWWAILIFE.COM
TOP SUPERVISING AGENTS TOP GENERAL AGENTS
@ Downer’ Grove, IL а Toronto, ON
Raleigh, NC
Г Altamonte Springs, FL
May Production Month: $76,291 tst Yr. Alan Becker Month: $103,854 Net ALP Don Foti
London, ON n
All Time F
Р ] to В
May Production
1. Gary Selesky 85 Michael Knapick Scott Smith
2. Margaret Harrison 8t Joshua Chalom
3. Matt Henderson. 86 Vance Rountree Mare Zipper
4, Kristina Harrell 86 Robert Hughes Jack Kirschling
5. Michael Hanson. 79 Altig-Martyn.
1. Marie Murphy $17,823 John Smolenski | Ali Shahrak 6. Lonnie Butler 86 Ryan Whitley
2. John Higgins 16,406 r Joshua Chalom 7. Francisco Perez м Stephen Liberto Eric Gigllone.
3. James Scott 15,551 Gary Williams Rick Altig 8, Diana Watkins 85 Hurst Kopp Rick АМО
4. Demetria Bryant 15,378 А Scott Sonnenberg | Larry Geneser 9. John Akers 9 Chris Lafond
5. Michael Ojujoh 14,759 Samuel Pierre Billy Faulkner 0. Wiliam Smith м Dennis Sullivan Guy Rouelle
YTD Production YTD: $395,899 1st Yr. James Peate YTD: $964,620 Net ALP
Gary Selesky $180,568 Michael Knapick Scott Smith
Francisco Perez 130,670 Stephen Liberto Eric Giglione
Margaret Harrison 79,394 Joshua Chalom
Rudi Camenzind 108,252 Erik Graham David Cohen
Jason Dickson 103,001 Scott Geisel Lisa D'Amico
Matt Henderson 113375 Vance Rountree Marc Zipper.
All Time Record to Beat
YTD Production YTD: $142,726 tst Yr. Vladimir Opra $237,992 Net ALP Vladimir Opra
1. Martin Roed! Michael O'Rourke | Larry Geneser
2. David Haudrich Ocie Roy Robert Smith
3. Demetria Bryant. Scott Sonnenberg | Larry Geneser
4, Michael Ojujoh Samuel Pierre Billy Faulkner
5. James Scott Gary Williams Rick Altig
Barbara Bomer 108,755 ‘Surace-Surace
Supervising Agent selection guidelines for recognition inthe Spotlight are as follows: Must have one First Year Agent coded and meet all production requirements. Leanne Hughes 146816 David Brister Eric Giglione
Bob Zuccalmaglio 89,626 Kevin Khadivian
ё юз ж жюгю;
Damon Hartley 22,226 Yaroslav Bitman Larry Geneser
General Agent selection guidelines for recognition in the Spotlight are as follows: Must have two Fist Year Agents coded and meet ай production requirements.
10 SPOTLIGHT JUNE 2001 » WWWAILIFECOM SPOTLIGHT JUNE 2001 & WWW.AILIFE.COM п
gents
Top Master General A
St. Louis, MO Dallas, TX
Altamonte Springs, FLA -
Michael Knapick
Downer's Grove, IL
Jeffersonville, IN
SPOTLIGHT JUNE 2001 ж WWWAILIFE.COM
May Production
5. Michael Knapick
6, Robert Hughes
7. David Brister
8, Steven Jakubczak
9. Dennis Sullivan
10. Gregory Partee
11. Paul Lund
12. Tony Sutton
13. Stephen Liberto
14. Eric Nichols.
15. Danny Van Houten
18. Erik Graham
19. Dennis Sulivan.
20. Gregory Partee
Month: $190,463 tst Yr. Ed Orell Month: $296,811 Net ALP Ed Orell.
47,406
73,108
59,747
Jack Kirschling
Eric Giglione
Scott Smith
Guy Rouelle
Hancock-Boles
Scott Smith
Larry Geneser
Erie Giglione
Scott Smith
Joseph Manone
Eric Giglione
Durhan Oldham
Rick Altig
Larry Geneser
Cohen-Hartman
YTD: $1409;
31:
374,472
261,465
2392574
216519
204555
259573
207543
197,960.
zm
281,678
212,319
172,372
Larry Geneser
Eric Giglione
Scott Smith
Scott Smith
Eric Giglione.
Marc Zipper.
Larry Geneser
Ed Orell
David Cohen
Jack Kirschling
Robert Smith
Marc Morton
Larry Geneser
David Cohen
Larry Geneser
Scott Smith
Rick Alig
David Cohen
Guy Rouelle
Hancock-Boles.
00 Net ALP Ed Orell
Master General Agent selection guidelines for recognition in the Spotlight аге as follows: Must have four First Year Agents coded and meet ай production requirements.
SPOTLIGHT JUNE 2001 в WWWAILIFECOM
[E
NEW BONUS
Monthly Management Bonus Program
65 Percent and 70 Percent MGA Contracts.
51,5 Percent GAs Coded Under MGA
Master General Agents, and any General Agents coded through them, are eligible for a monthly bonus equal to a percent of the
monthly Net ALP on each Agent under them who meets а minimum production requirement, and a Persistency and/or Net To
Gross requirement. The MGA must also meet the Persistency and/or Net To Gross requirement with a minimum number of codes
to be eligible,
The bonus is available on all Personal Producers, Supervising Agents and General Agents coded under their hierarchy. There is no
maximum number of people who can receive a bonus,
Below are the guidelines for eligibility, and the bonus percentages to be paid based on the contract date of each
eligible Agent:
1, Те MGA must have a minimum of three codes in a rolling three month period, to be eligible for the Management Bonus.
A code for this purpose is an Agent who has produced a minimum of $4,000 of Net ALP within their first 60 days. For new
MGAs (in their first 60 days), we will allow them to qualify with one code of $4,000 of Net ALP in each month. After the
initial 60 days is up we will require the MGA to have three codes with $4,000 in a rolling three month period,
. The MGA and a Personal Producer must have one point above the Company's average Net To Gross and one point above
the Company's average Persistency to be eligible. Net to Gross will only be used through the seventh month. After seven
months, both Persistency and Net To Gross will be required.
‘The MGA must have a minimum of three active Personal Producers, SAs or GAs coded to them to be eligible.
A Personal Producer must have a minimum of $6,000 Net ALP for the month in order to count toward the Management
Bonus.
. Ifa 57.5 percent GA is coded under an MGA, 25 percent of the bonus available on any Agent coded under the GA will be
paid to the GA and 75 to the MGA. The GA must have the required Net to Gross and Persistency to be eligible. The
bonus to the GA would only be payable if their MGA was eligible for the bonus in that month.
For more bonus information please go to wwwailife.com.
May Bonus Qualifiers
David Zophin Tony Sutton Robert Hughes Vito Pecoraro Maureen Ford
$15,251 $5,010 $3,380 $1,918 $1,078
Yaroslav Bitman John Huber Vlad Basov Stephen Ross David Iriye
$12,598 $4,878 $3,099 $1,804 $1,072
Vance Rountree William Mason Christine Hartman Brian Waller Patrick Shehan
$8,071 $4,771 $2,886 $1715 $1,029
Eric Nichols Scott Sonnenberg Тіт Schroeder Opra-Anderson Ocie Roy
$6,430 $4,313 $2475 $1,617 $1,023
Michael Knapick Stanley Norris David Brister Scott Baker Michael Thomas
$6,270 $4,260 $2,440 $1,395 $940
Michael O'Rourke Wendell Bangs Gregory Partee Jerry Long Larry Kudlacek
$5,889 $4,184 $2,324 $1,377 $689
Steven Jakubczak Раш Rumbuc Danny Van Houten [ее Conti Mathew Hart
$5,480 $4,159 $2,256 $1,233 $621
Paul Lund Stephen Liberto Dennis Sullivan Steven Edgell Mathew Berlin
$5,275 $3,498 $2,172 $1,149 $334
Total $145,385
а SPOTLIGHT JUNE 2001 = WWWAILIFECOM
AGENCY CONTEST
It's Time To Brush Up On Your French
Salutations colléague d' American Income. Je travaille mon à francais et vous devriez, aussi. Il sera utile quand
vous flanez en bas des ruelles ensoleillées, dinant dans les restaurants exotiques, visitant les musées historiques
dansant dans les discotecques et s'étendant sur les plages du Méditerranéen.
(Greetings American Income colleagues. I'm working on my French and you should, too. It will be helpful when you
are strolling down sunny lanes, dining in exotic restaurants, visiting historic museums, dancing in the discos and
sunning on the beaches of the Mediterranean.)
Pardon my French, but maybe you figured out the incentive for American Income's new production contest — it’s a trip
to France. ‘Bat, ru ad part of France, it's the best part of France — Е
+ The French Riviera! x
Nice, the capital of the Riviera, is the fifth largest city in France, Considered a city of substance, full of extraordinary
artistic and cultural heritage, Nice is tucked away between the luscious hills of France and the majestic Mediterranean.
Sea. Ever since the English began visiting the area during the 19th century, it has developed into a playground for the
rich and famous. From Grace Kelly to Sylvester Stallone, generation upon generation of extravagant people have
enjoyed the Côte d'Azurs eclectic mix of the world's finest luxuries and a style and elegance that is quintessentially
the Riviera.
Whether you're interested in exploring a cultural atmosphere that has prevailed since 300 B.C. or watching society's
yacht traffic and Rolls Royce valets, Nice provides the perfect backdrop for both,
Are you interested? Want to know more? Here is how you qualify!
The contest will begin July 1, 2001 and will run through Dec. 31, 2001. The Top Six SGA Agencies and the Top
New SGA Agency, by year-to-date Percentage of Quota during the qualification period, will be eligible to go to the
French. Riviera!
Who Can Go?
First Place Agency ‘Second Place Agency: Third Place Agency Fourth Place Agency
Top Two Personal Producers Top ‘Two Personal Producers Top Personal Producer ‘Top Péronal Producer
Top General Agent Top General Agent Top General Agent Top General. Agent
Top Two Master General i b: Agent Т Top Mister General Agent Top Master General Agent
Agents Top PR Representative
State General Agent
Top PR Representative
State General Agent
State General Agent
Top PR Representative
State General Agent
Fifth Place Agency Sixth Place.
“Top Personal Producer. Top Personal Producer
Top Master General Agent Top Master General Agent
$ ЕЕЕ General
First Place New Agency
| Top Personal Producer
Top Master General Agent
Each SGA must be at a minimum of 100 percent of full Bohr cu RERUM and have one point above
the Company Average Net to Gross and Persistency. MGAs and GAs will qualify based on First Year Agent Production.
and must have one point above Company Average Net to Gross and Persistency. All other qualifiers must have one
point above Company Average Net To Gross and Persistency to be eligible for the trip. November 2001 Company
Average numbers will be used for comparison. Each qualifier will be allowed to take one guest.
For more details regarding this contest, and new SGA Agency eligibility, log on to www.ailife.com
SPOTLIGHT JUNE 2001. ш WWWAILIFECOM 15
TOP STATE GENERAL AGENTS
à. Lon Genser
Category |
MAY PRODUCTION YEAR TO DATE PRODUCTION
ist Yr 0i 1st Yr
fooni | ово [дй] nerap | ne | pers | ш
Larry Geneser AS $108,000 347 $485,898 77 74.50 $1,425,165 $492,000 290 $1,880,649
Eric Giglione 157,052 144000 109 290262 77 7476 836,987 588000 142 1,440,167
David Cohen. 95,828 10800 89 199382 89 482089 324000 149 855,849
Vic Hancock & Rob Boles
Category Il MAY PRODUCTION
1st Yr
Agent
YEAR TO DATE PRODUCTION
Dennis Ishler
MAY PRODUCTION YEAR TO DATE 1.
1st Yr 1st Yr
Pas [om [warm | [owe [| wa
Dennis Ishler $62,204 $48,000 130 $76,144 78 75.34 $242,323 101 $318,055
Richard Neal 46324 48000 97 65509 77 7343 216162 pus 90 306508
Cohen-Hartman. 41987 — 48000 87 79317 82 7613 162233 240000 68 387,070
"Only the leading SGAs with 100 percent or better in monthly Percent of Quota will have their picture displayed on this page.
16 SPOTLIGHT JUNE 2001 а WWWAILIFECOM
TOP STATE GENERAL AGENTS
MAY PRODUCTION
YEAR TO DATE PRODUCTION
Quota | hoe | Net ALP jd | owa [Ee] Net ALP
Joseph Manone $79,995 D m 222 $145,720 .86 $336,403 $180,000 187 $634,166
Steve Friedlander 50,265 140 74,858 i 360018 180000 200 481,647
Robert Smith 47,603. 36000 132 51,796 80.63 229321 180000 127 245,196
Category V MAY PRODUCTION
Category VI MAY PRODUCTION
YEAR TO DATE PRODUCTION
Ist Yr
Agent
74.76 $145,028
7931 180,383
76,339
7740 51,093
T391 130,864
YEAR TO DATE ERN
Net ALP
150 $272,911
132 47,510.
104211
90 123834
108,000 102 ^ 125,964
SPOTLIGHT JUNE 2001 в WWWAILIFE.COM "
"Statistics show a satisfied.
customer will tell four to
five people about a positive
experience, yet a
dissatisfied client will
inform between eight and.
10 people."
— National Underwriter
INSIGHT
Service — Use It To Your Advantage
When was the last time you contacted one of
your locals, or one of your credit unions, just.
to check in with them, not to answer a
question or handle a complaint, but simply to
visit? How often do you take the time to
make sure you are servicing your customers?
In today's society with fast-paced this and
electronic that, there is till one thing
customers want — service, before and after
the sale!
Periodically, when I am called upon to speak
about AIL, | use a story which illustrates
service and one's relentless attempt to satisfy
customer. This anccdote is called A Little
More Bread, ind it is about an old man who
frequents a little diner.
An old man goes to a
diner every day for
lunch. He always
orders the soup of the
day. One day the
manager asks him
how he liked his meal,
National Marketin and the old man
Direct replies, "Ie was good,
but you could give а
little more bread."
So the next day the
manager tells the
waitress to give him four slices of bread. Again,
the manager askes, "How was your meal sir?”
“Was good, but you could give a tile
more bread.”
So, the day after that the manager tells the
‘waitress to give him a whole loaf of bread with
his soup. "How was your meal sir?”
"Was good, but you could give a itle
‘more bread,”
Paul Straubel
The manager is now obsessed with seeing this
customer satisfied with his meal, so he goes to the
bakery, and orders a sx-foot-long loaf of bread.
When the man comes in the nextday, the
waitress and the manager cut the loaf in half,
butter the entire length of each half, and
lay it out along the counter right next to the
man's soup. The old man sits down, devours
his bowl of soup and both halves of the six-foot-
long loaf of bread.
The manager, thinking he will get the answer
he is looking for, asks "How was your meal
today sir?"
The old man replies, "It was good, as usual,
but I see you are back to giving only tuo slices
of bread."
We have all heard the old expression, the
customer is always right. Well, this may be,
but in essence, customers are always more
appreciative of personal attention and quality
service. According to LOMA (Life Office
Management Association), "Benefits for
‘companies with quality customer service
include stronger customer loyalty, more
repeat purchases, less vulnerability to price
competition and lower marketing costs.”
Our goal is to continue working with our
groups for many years to come. With all the
hard work and effort you put into building
relationships, why not take a couple of
minutes every so often to keep that
relationship strong.
That quick phone call, visit, or cup of coffee
can make all the difference. Plus, while
you're visiting, why not ask for а referral or
two. Its such a strong door opener to have
someone introduce you to other prospective
groups, and makes the most of your time
as well.
At American Income, we do much more
than just offer our union brothers and sisters
the coverage they need; we are making a
promise to serve, and it is up to us to fulfill
that promise in the best way possible.
ИГА
SPOTLIGHT JUNE 2001 ж WWWAILIFE.COM
PR BONUS
Qualifiers
ROBIN DENHAM
LAURIE ONASCH
DAVID BLAISDELL
BRENDA DISOMMA
THOMAS WALL
VANDENBUSSCHE
NARD WENDEKIER
ANNE BOWYER
RICHARD MESHULAM
ERICA DALAGER
RICHARD CASE
JOHN WILKINSON
VIVIAN DWYER
DARRELL DOREY
ROBIN ANDRADE
JOSEPH WARD
LOU NELL BUSBY
JOHN MOLINA
CHERYL COOK
GEORGE FARENTHOLD
SANDRA JOHNSON
SUZANNE POWERS
RANDY STOCKLEY
JACQUELINE DEVOOGHT
RONA SPANO
SUSAN FULDAUER
KENNETH ALTIZER
BATEMAN
RICHARD HARMON
DAVID PROVENCHER
VALENTINE LAPITSKIY
DAVID FLOYD
NANCY RISING
IRENE RURYCZ
ROBERT DAI
GIL SCIACQUA
ROGER JOHNSON
JENNY WILLIAMS,
ROBERT COX
LINDA BAUKNECHT-HICKS
JEROME ARKIN
SPOTLIGHT JUNE 2001 в WWWAILIFECOM
JANUARY
FEBRUARY
MARCH
APRII
MAY
JUNE
JULY
AUGUST
SEPTEMBER
OCTOBER
NOVEMBER
DECEMBER
19
PR Manager
JT] Debbie Enstedt
А Winnipeg, MB
Category А:
Richard Meshulam Э | Bernard Wendekicr
Los Angeles, CA Kaneohe, HI
Í
Category B:
Laurie Onasch Anne Bowyer
Menomonee Falls, WI Great Neck, NY
Category C:
William Gibson Joseph Ward
Downer’s Grove, IL St. Louis, MO
20
TOP PR REPRESENTATIVES
SPOTLIGHT JUNE 2001 а WWW.AILIFE.COM
TOP PR REPRESENTATIVES
YTD Production
No. Cards
May Production
PR Manager PR Manager
1. Debbie Enstedt 24,084 | Rick Altig 1. Debbie Enstedt 67,037 | Rick Altig
2. Richard Meshulam 13,323 David Cohen 2. Charles Hill 29,09 | Jatoft-Foti
3. Charles Hill 3,483 Jatoft-Foti. 3. Richard Meshulam 16474 David Cohen
\
All Time PR C duction Record
Month: 18,960 cards. Anthony Gentili YTD: 61,879 cards Denise Bowyer
Category A No. Cards
1. Brenda DiSomma
2. Richard Meshulam
3. Charles Hill
No. Cards
11,885
4,905
Category A
1. Richard Meshulam
2. Bernard Wendekier
3. Brenda DiSomma
Eric Giglione
David Cohen
Jatoft-Foti
David Cohen
Rick Attig
Eric Giglione
No. Cards.
Category B Category B
1. Laurie Onasch Joseph Manone 1. Laurie Onasch 12,463 | Joseph Manone
2. Anne Bowyer Richard Rutt 2. Malka Агопу 6442 | Cohen-Hartman
3. George Farenthold Durhon Oldham. 3. No Ora Samuela 6,207 | Steve Frieldander
YTD: 320 groups Darrell Dorey
No. Groups Category C No. Groups
1. William Gibson 20 Scott Smith 1. Darrell Dorey 74 | Ramin Kouladji
2. Joseph Ward. 19 Larry Geneser 2. Patti Morgan 65 | William Devine
3. Darrell Dorey 14 Ramin Kouladji 3. Vivian Dwyer 58 — | Billy Faulkner.
Category А = Categories one and two. Category B = Categories three, fou five and six, Category С = Top number of contracts signed from all SGA categories. Public
Relations Manager selection guidelines for recognition in the Spotlight are as follows: Must have two PR Representatives coded and meet ай production requirements
SPOTLIGHTJUNE 2001 & WWW.AILIFE.COM
COMMUNITY INVOLVEMENT
MONETARY DONATIONS
American Income
© Donated $5,000 to the Brotherhood of Locomotive
Engineers Debs Jones Douglas Institute.
* Contributed $2,500 to the National Interfaith Committee
for Worker Justice on behalf of the Association of Flight
Attendants.
© Donated $50,000 to the Elizabeth Glaser Pediatric AIDS
Foundation on behalf of the Communication Workers of
America (see feature at the bottom of the page).
Hancock-Boles Agency
© Contributed $200 to the DSSMV Annual Labor
Leadership Awards Dinner.
© Donated $100 to the Kentucky AFL-CIO Community
Labor Liason for the American Red Cross.
© Donated $1,000 to the IBT Local 89 Educational Fund.
© Contributed $100 to the AFL-CIO Area Council Wall
of Murals.
© Contributed $100 to the IAM Local 681 for door prizes ar
their annual meeting.
OTHER INVOLVEMENT
American Income
© Participated in the American Postal Workers Union
building dedication ceremony.
© Participated in the Mark Russell Theater Party, which
raised funds for the International Association of Fire
Fighters Burn Foundation,
багу Bleier Agency
© Donated canned goods for food baskets to the Optenberg
Unit of UAW, Local 1076.
ind inspiration
© Donated $50 to the Western Kentucky Labor Day
Committee.
© Contributed $1,000 to the Kentucky AFL-CIO Education
Fund for members attending CLEAR.
Mark Hancock Agency
© Donated $500 to the Third Annual United Way Golf
Classic sponsored by the AFL-CIO Central Indiana Labor
‘Council.
© Donated $100 to sponsor a golf hole at the Laborers
Indiana District Council Annual Golf Outing.
Joseph Manone Agency
‘© Contributed $100 to the UFCW Region Six Walk-A-Thon
to raise money for leukemia research.
Total $60,750
Mike Jones Agency
© Contributed two stereo systems and two 35mm cameras to
Champion Credit Union as raffle prizes.
Joseph Manone Agency
© Donated a camera and film as raffle prizes to the Wisconsin.
Council 40 AFSCME, AFL-CIO for their Annual State
Convention.
2 SPOTLIGHTJUNE 2001 WWWAILIFE.COM
The AIL Labor Advisory Board Welcomes
“It is true that the
government is best
which governs least. It
is equally true that the
goverment is best
which provides most.”
— Walter Lippmann
LABOR ADVISORY BOARD _
Dave Barrett, Former Premier of the
Province of British Columbia, has
enjoyed a long association with
organized labor. For this reason Mr.
Barrett is a natural choice for American
Income's Labor Advisory Board. Mr.
Barrett was unanimously elected to this
elite one-of-a-kind advisory board in
October of 2000.
Mr. Barrett has dedicated his political
and professional
career to
standing up for
working people.
As British
Columbia's first
NDP Premier,
Dave Barrett led
а government
that introduced
innovations to
the Canadian
Health Care
System, and led the NDP to its highest.
ever popular vote.
Mr. Barrett was a former corrections
officer and BCGEU member. During
his term as Premier, 1972 to 1975, he.
passed legislation establishing
bargaining rights for the BCGEU.
After leaving provincial politics, Mr.
Barrett continued to speak out on
behalf of ordinary people as the NDP
MP for Esquimalt-Juan de Fuca and the
Party's free trade critic.
As ап academic, Mr. Barrett has yaught
many courses whose content deals with
issues closely related to those that
concern the labor movement. In 1987,
he became the second Canadian to be
honored as a fellow at the John Е
Kennedy School of Government at
Harvard University. That same year, he
was appointed as a Visiting Scholar at
McGill University, in Canada.
Mr. Barrett has lectured widely across
North America, has written а series of
magazine articles, and has appeared on
national radio and television as a
commentator on current events as a
weekly panelist on the Morningside
program, airing on CBS,
From civil servant to Premier,
Parliamentarian to talk show host, Mr.
Barrett brings a unique and fresh point
of view to American Income's Labor
Advisory Board. He will be able to
make valuable contributions to the.
overall mission of AIL and the.
American Labor Movement.
Dave Barrett has championed the rights
of ordinary men and women in every
step of his career, and American
Income is proud to have him as a
member of the Labor Advisory Board.
Congratulations!
SPOTLIGHT JUNE 2001 в WWWAILIFECOM 23
Caesars Palace, a premier resort
destination and legendary casino,
offers 2,450 rooms and suites along
with exquisite restaurants, and a top-
of-the-line shopping center.
The Forum Shops at Caesars — the
shopping wonder of the world —
features over 100 retail stores where
you can find your way to Hugo Boss,
Nike Town, Fendi, DKNY, Virgin.
Megastore, FAO Schwartz, Polo and
much more.
Caesars showcases an unlimited
variety of restaurants where everyone.
gets what they want. From casual
deli fare and buffets to award-
winning gourmet cuisine, the
restaurants of Caesars Palace offer
superb dining,
Whether you are a culinary
adventurer or in search of the
ultimate shopping experience,
Caesars is the premier place to be!
Live Music
Archive
Librivox
Free Audio
Metropolitan Museum
Cleveland
Museum of Art
Internet
Arcade
Console Living Room
Open Library
American
Libraries
TV News
Understanding
9/11